Motivating Sales People
Curious how to motivate commission sales people? Pay higher commissions right? Won’t a high percentage naturally motivate a commission...
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- 3 min
Sales Process Philosophy
The practitioner or the process? Is a high conversion ratio the results of the process, or the rep? Should your sales department...
- 3 min
Startup and Personal Finance
Since we work with many brand new startup companies, and since the finances of a startup and the finances of its owner are often...
- 1 min
Commission Only. The 14-Letter Word
There are few things more challenging than hiring sales people on straight commission. While most sales people will agree that commission...
- 1 min
New Commission Hire
What you said: “You’re hired, you start training on Monday. Here is your territory, here are your leads, you’ll make 50 calls daily,...
- 2 min
Difference between: Vendor & Investor
At least a twice a month we get a call from an upstart suggesting we construct their sales department on a performance basis. What that...
- 2 min
The No-Show Sales Rep
The DOA. Why do some sales applicants who appear to be gung-ho in the interviews drop out without so much as dropping you a line? I’ve...
- 2 min
6 Things Commission Reps Hate Most
If you’re an upstart and on a tight budget you’re likely considering “commission only” as a route to build your sales team. Having...
- 2 min
Time to Outsource?
Is it time to outsource? To help you answer this question here are a few scenarios with corresponding "Yes" or "No"s followed by a brief...
- 2 min
How to promote a commission only job
If you are reading this there is a good chance you are hiring or have considered hiring full commission sales people. Having hired...
- 1 min
How To: Write A Compelling Job Ad
Taken from our comprehensive Manual for building remote sales departments, below is the structure that we use to create job descriptions...
- 2 min
Adding Video to Your Recruiting Process
You drop hundreds $$ on job ads and watch the applications roll in. Then you begin to notice that most, if not all of your applicants...
- 1 min
Examples of Sales Comp Plans
On the subject of sales compensation. Our friends over at Time to Hire compiled an extensive list of real comp plans from real employers...
- 2 min
How To: Screen Applicants
Taken from our comprehensive How To Manual for building remote sales departments, Here's a few quick tips on screening job applicants: As...
- 1 min
More About Interview Questions
Last week we shared some short hand interview questions which we utilize to keep our interviews efficient and on track. Alternatively, if...
- 2 min
Interview Questions
If you are in the process of hiring and interviewing for a new sales position we encourage you to have a list of questions prepared...
- 2 min
Hiring Your Friends
In the startup world it's typical for entrepreneurs to search their inner network for sales talent. Most of us know someone who is out of...
- 2 min
Fine Print?
Recently a sales applicant who failed to read the job description before applying for the job replied to my email, politely saying that...
- 1 min
Genetically Modified Sales Reps
What if you could genetically engineer your prefect sales rep? what would that look like? You may have noticed that some sales reps can...
- 1 min
50% of US workforce freelance?
A survey released by Upwork and the Freelancers Union indicates that the number of US freelancers hit 57.3 Million this year, or 36%, up...